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March 9, 2015

Woo Hoo. I’m The Client’s Second Choice.

by mark mclean

agent number 2
A few weeks ago, at our regular Mastermind meeting, we were talking about how an agent managed to sell a client a new home. This wasn’t all that surprising until the agent told us that the client had worked with a few other agents before who without any success. So the conversation turned towards a discussion about why the first few agents couldn’t make a sale. What was it that made the client stop working with one agent and eventually buy with another?
Some of the answers were pretty obvious…that agent didn’t know the area, that agent wasn’t available on the client’s schedule, or that agent didn’t understand what the client was looking for. But to get more great answers I consulted the great oracle itself, Facebook’s Real Estate Corner. There I got a few to add to the list. Here are some of the best.

I made myself more available.
I made an effort to take the clients out more often, even when there wasn’t much to see.
I gave the client more information than what was on the listing.
I returned phone calls, texts and e-mails quickly.
I listened and didn’t waste their time.
I am more accessible.
I was truthful about a listing.

Now, to be fair, agents lose clients for lots of other reasons. It’s not always about failing at the job. I was reminded of a very good agent in my office who had long-standing relationship with a buyer client. After months of showing properties, the agent figured it wasn’t going to happen so she passed the lead on to a new agent who ended up selling the client a condo in about two weeks. Turns out the client never really liked the first agent and was thrilled to work with an agent who could devote more time and attention. Simple.

There’ an old saying about being the first love, second wife and third real estate agent. There’s probably some truth to that (well at least the end of that anyway).

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

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